March 2015

Spotlight – In international business, almost every market around the world does things in a different way. This often leads to misunderstandings and unfulfilled expectations. However, different does not need to mean difficult and knowledge of the needs and characteristics of specific geographic markets is an advantage to those who are active in the global economy. These articles help you understand different aspects of the insurance industry around the world, enabling those who do business there to feel more “at home, abroad.”

In our January issue, we introduced our readers to the WORDSTM Personality of the Year 2014, Martin Cantor of Cantor Atkin ( who has taken the frustrations out of the backroom and provided access to the Lloyd’s Underwriting Room successfully on numerous occasions. People have asked about this process of becoming a Lloyd’s broker and of course, only by doing it yourself can you really experience the misty ins and outs which are involved.

Martin has very kindly provided an overview of some of the issues and we are very pleased to publish this here. Any comments or questions should be directed to him at